Activity: (i) Watch the video on Personal Selling at Xerox: https://www.viddler.com/embed/f1442e61

(ii) Research the company's product lines and scale of operations https://www.xerox.ca/ Answer the following questions.

(i) What are the differences in need between Xerox's Business Customers and Retail Customers in terms of the solutions they are seeking from the company's products?

(ii) Identify Xerox's product lines. How diverse are their product lines? If a company's product lines are diverse, do the salespeople need to develop product line specialization?

(iii) The video says that the products coming from many of Xerox's competitors have similar capabilities as Xerox's product lines. What should Xerox's salespeople do regarding this to identify their own unique selling points? What should they do to augment their product to stay ahead of the competition?

(iv) The following are the steps in the Personal Process: Prospecting, Pre-approach, Approach, Presentation, Close, Follow-up as described in the video. In your opinion, what else Xerox's sales function and salespeople need to do to add value for their customers at each step of this six-step process.